Genius Founder of Nue.io Gets OpenAI as Customer, Breaks $10,00,000 Sales

Описание: Mark Walker scaled Nue.io to $10 million revenue in just three years with major customers like OpenAI and Anthropic paying hundreds of thousands per year.

He grew average contract value 10X from $20,000 to over $200,000 by replacing traditional SDR teams with a network of consultants like GoNimbly who sell for them, while capitalizing on Salesforce CPQ's death to capture 100 enterprise customers.

In this episode, Mark reveals the exact consultant-led go-to-market playbook that landed OpenAI through their AI-powered RFP process, how he structures pricing to enable massive expansion revenue, and why he's buying companies to accelerate growth toward their next milestone.


Financial Numbers:

First Revenue : $0 revenue when Mark joined in 2022, 1:40

First Million ARR : Reached $1M in 2023, 12:48

Current Revenue : Breaking into 8 figures ($10M+) by end of 2025, 14:16

Average Contract Value 2023 : $20,000 per year, 13:22

Average Contract Value 2024 : $50,000 per year, 13:22

Average Contract Value 2025 : "Hundreds of thousands" per year, 13:28

Total Funding : $40 million raised total ($15M seed + $25M Series A), 4:48

Seed Round : $15 million ($6M initial + $9M extension), 3:54

Series A : $20 million led by Menlo Ventures, 4:54

Largest Potential Deal : Approaching first $1M/year customer, 2:04

Consultant Revenue Share : Multiple consulting partners driving deals (specific % not disclosed), 9:42


Growth Numbers:

Customer Count : Just coming up on 100 customers, 5:52

Team Size : 102 full-time employees, 17:42

Engineering Team : 40% of company (~40 people), 18:08

Sales & Marketing Team : 26 people on revenue side, 17:48

Deal Size Growth : 10X increase from $20K to $200K+ in 2 years, 13:22

Implementation Speed : OpenAI went live in 8 weeks, 10:26

Acquisitions : Bought 2 companies in 2025, evaluating 2 more, 19:06


Growth Tactics:

Consultant-Led Sales : Using consultants like GoNimbly, Coastal Cloud as primary sales channel instead of SDRs, 9:42

VC Portfolio Referrals : VCs introducing portfolio companies as customers, 6:42

Competitor Death Strategy : Capitalizing on Salesforce CPQ being discontinued in February 2025, 8:36

AI-Powered RFP Process : OpenAI used AI to analyze vendor documentation and score capabilities, 7:14

Buy The First Customers : "Buy it with pricing, service, commitment" strategy for first 20 customers, 6:08

Quick Start Program : Self-service implementation allowing companies to go live without consultants, 15:14

Enterprise Value Pricing : Different pricing models for different customer segments (seats vs usage vs % of revenue), 3:14

Advisor Marketing : Marketing to VCs and consultants rather than end customers directly, 9:18

Enablement-First Approach : Companies completing implementation through self-service classes, 15:48

Acquisition Strategy : Buying complementary technologies like Approvals Pro and Juro AI, 19:06